Define Your ICP
Your Ideal Customer Profile (ICP) is the single most important configuration in Automatoir. It tells the AI exactly who you sell to, so every classification, qualification score, and drafted reply is relevant to your business.
What You'll Learn
- What an ICP is and why it matters
- How to fill in each ICP field
- A real-world example ICP
- How your ICP affects AI classification and qualification
What Is an ICP?
An Ideal Customer Profile describes the type of company that gets the most value from your product or service. It's not a single person — it's a pattern. Think of it as the template Automatoir uses to decide whether an inbound prospect is worth pursuing or a cold prospect is worth reaching out to.
How to Define Your ICP
Open Settings → ICP Configuration. You'll see a form with the following fields:
Industry
The industry or vertical your ideal customer operates in. Be as specific as possible. "Healthcare" is fine, but "acute-care hospitals" or "outpatient surgery centers" gives the AI much better context.
Geography
The regions you sell into. This can be a country, a list of states, or a broader region like "Northeast US" or "EMEA."
Deal Size
The typical annual contract value or deal size range you target. Use a range like "$25K–$100K" so the AI can filter out deals that are too small to be worth pursuing or too large for your current capacity.
Pain Points
The problems your ideal customer is trying to solve. List them as short phrases. For example: "OSHA compliance costs," "staff turnover in nursing," "manual infection-control audits."
Disqualifiers
Signals that a prospect is nota fit. Examples: "fewer than 50 beds," "government-funded only," "already using a competing product." Disqualifiers help the AI avoid wasting your time on prospects that will never close.
Example ICP
Here's a concrete example for a medical supplies company:
Northwind Health Supply — Infection Prevention Supplies
- Industry: Acute-care hospitals and outpatient surgery centers
- Geography: Northeast United States
- Company size: 50–500 beds
- Deal size: $25K–$100K annual contract value
- Pain points: Rising OSHA compliance costs, manual infection-control audits, staff turnover increasing exposure risk
- Disqualifiers: Fewer than 50 beds, exclusively government-funded facilities, already under contract with a national GPO for infection prevention
How ICP Affects AI Classification and Qualification
Once your ICP is saved, Automatoir references it every time it processes an email or qualifies a prospect:
- Email classification — Inbound messages from senders matching your ICP are flagged as high-priority. Messages from obvious non-fits are deprioritized.
- Prospect qualification— When you add a prospect in Lead Research, the AI scores them against your ICP fields. A hospital with 200 beds in New York that mentions OSHA costs scores higher than a 20-bed clinic in a region you don't serve.
- Draft personalization — AI-generated email drafts and sequence steps reference the pain points and value propositions most relevant to your ICP, producing more compelling outreach.
Related Guides
- Connect Gmail — Link your inbox so Automatoir can classify inbound email against your ICP.
- AI Qualification — See how prospect qualification works once your ICP is configured.
- Knowledge Base — Upload documents that make AI drafts more accurate and on-brand.